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S&P Global Director – Client Coverage | North America in New York, New York

Grade ( relevant for internal applicants only ): 12

The Location: New York – 55 Water Street

The Team: The North American Client Coverage team is responsible for sales/licensing of intellectual property of S&P Dow Jones Indices. Additional responsibilities include establishing and building strong relationships with clients, prospecting for new index customers and managing/expanding the commercial footprint of S&P Dow Jones Indices within their prescribed territory.

The Impact: Passive investing continues to gain adoption and market share and the S&P Dow Jones Indices team is leading the way with innovative, indexed based solutions. The North American Client Coverage team provides substantial impact to internal and external stakeholders by monetizing index-based solutions to various segments of the financial markets. Because S&PDJI indices are so widely used, our Client Coverage Representatives have a unique perspective in real time as to the latest solutions being delivered into the passive space across financial markets.

What’s in it for you:

  • Expand your personal brand with the premier index provider in the North American market

  • Benefit from exposure to an established network of the largest and most prestigious investment banks in the world

  • Grow your understanding of index-linked markets and leverage our internal stakeholders to deliver innovative, indexed based solutions to our clients and our clients’ clients

  • Leverage your experience and expertise with investment banks including trading, retail/institutional products, asset management and modeling to gain insight into the latest passive investment strategies and how to deliver those concepts effectively to clients

Responsibilities:

  • Develop and execute a business plan for investment banking clients in your territory in order to:

  • Strategically manage the multiple facets of the bank including investment banking & asset management to grow and expand our footprint, revenue and profitability

  • Identify S&P DJ index usage across revenue type (IP, data, custom, redistribution) and product type (securitized products, swaps, warrants etc.), embedding S&P DJ indices in the investment decision process

  • Meet annual individual sales targets and generate incremental revenue from assigned territory, accounts and client segments

  • Develop and cultivate the S&P DJI commercial footprint with existing client relationships and prospect/convert for new licensees by identifying key decision makers and influencers with target prospects

  • Identify new ways to monetize S&P DJI intellectual property (IP) for investment product usage by investment banks including: swaps, securitized products, ETFs and other retail/institutional fund structures, insurance products, etc.

  • Support the distribution of investment products by leveraging S&P DJI internal teams to provide index education in order to increase index awareness and adoption

  • Identify new licensing opportunities; pro-actively and consultatively sell index IP, data and solutions; collaborate with internal stakeholders to develop new concepts to meet client needs

  • Manage complex contract negotiation and execution; develop usage rights and appropriate commercial terms; collaborate with internal stakeholders (legal, product management, research, etc.) to deliver value to the company and our clients

  • Identify, evaluate and prosecute unlicensed IP/data usage among investment product issuers, market data (re)distributors and other market participants

  • Evaluate assorted client requests for use of indices and marks and prescribe appropriate commercial terms predicated on specific use case, competitive positioning and assurance of IP protection

  • Manage existing and develop net new relationships with key contacts among S&P DJI clients; develop strategies and approaches for driving revenue growth within assigned segment

  • Monitor use of S&P DJI intellectual property, marks and data among assigned clients, understand evolving landscape of index and related product usage, conduct forensic reviews to ensure compliance with licensed terms

  • Improve awareness of our brand and product offering, broadening client contact points with SPDJI stakeholders including colleagues from research & design, product management and other teams

  • Generate new contract documents, process sales orders and coordinate new deal process and invoicing with legal and finance teams

  • Service existing products/billing/client queries within assigned client base; use internal CRM systems to maintain pipelines/leads, the details of sales activities, meeting memos

  • Willingness to travel throughout the United States

What We’re Looking For:

Basic Qualifications:

  • Proven experience in licensing intellectual property, investment product and market data sales, equity/index structuring and/or sales, institutional sales and/or wholesaling of investment products

  • Established relationships with asset management firms, investment banks, insurance companies, exchanges, hedge funds, proprietary trading firms and other market participants

  • In-depth knowledge of the index/benchmark industry and competitive landscape

  • Fluency in OTC/securitized products, ETFs, mutual funds, SMAs, collective trusts, etc.

  • Experience in long cycle and abstract/conceptual sales, complex contract negotiation & intellectual property sales

  • Knowledge of the investment/trading/hedging process, decision making protocol, roles played by and relationships with various intermediaries (i-banks, asset managers, custodians), etc

  • Fluency and experience in key investment trends including indexing, volatility, factor investing, ESG, multi-asset class solutions and related themes

  • Effective client communication skills in conversational speech, writing, and public speaking; and a personable attitude required to get things done within a matrix structure

Preferred Qualifications:

  • Investment banking/prop trading/hedge fund experience in a sales and/or electronic execution role highly preferred

  • Bachelor’s degree required; CFA, MBA or certification holders considered favorably

  • At least 5 years of successful track record in a revenue generation role

  • Skilled in combining longer-term strategic thinking with a hands-on, proactive approach to achieving nearer-term results

About S&P Dow Jones Indices

At S&P Dow Jones Indices, our role can be described in one word: essential. We’re the largest global resource for index-based concepts, data and research, and home to iconic financial market indicators, such as the S&P 500® and the Dow Jones Industrial Average®. More assets are invested in products based upon our indices than any other index provider in the world; with over 1,000,000 indices, S&P Dow Jones Indices defines the way people measure and trade the markets. We provide essential intelligence that helps investors identify and capitalize on global opportunities.

S&P Dow Jones Indices is a division of S&P Global (NYSE: SPGI), which provides essential intelligence for individuals, companies and governments to make decisions with confidence. For more information, visit www.spdji.com.

Note: This role is limited to persons with indefinite right to work in the United States.

S&P Global is an equal opportunity employer committed to making all employment decisions without regard to race/ethnicity, sex, pregnancy, gender identity or expression, color, creed, religion, national origin, age, disability, marital status (including domestic partnerships and civil unions), sexual orientation, military veteran status, unemployment status, or any other basis prohibited by federal, state or local law. Only electronic job submissions will be considered for employment.

If you need an accommodation during the application process due to a disability, please send an email to: EEO.Compliance@spglobal.com and your request will be forwarded to the appropriate person.

The EEO is the Law Poster http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf describes discrimination protections under federal law.

40 - Sales (EEO-2 Job Categories-United States of America), SLSOUS402.2 - Middle Professional Tier II-Ou Sales (EEO Job Group)

Job ID: 258488

Posted On: 2021-01-11

Location: New York, New York, United States

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